The DOI matches its Crossref record.
Benefit Segmentation: A Decision-oriented Research Tool
Abstract
According to this article, most techniques of market segmentation rely only on DESCRIPTIVE factors pertaining to purchasers and are not efficient predictors of future buyer behavior. The author proposes an approach whereby market segments are delineated first on the basis of factors with a CAUSAL relationship to future purchase behavior. The belief underlying this segmentation strategy is that the benefits which people are seeking in consuming a given product are the basic reasons for the existence of true market segments.
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Citations
Cited by
A Means-End Chain Model Based on Consumer Categorization Processes
Gutman, J. (1982) · Journal of Marketing · doi:10.2307/3203341 · Cited by 2,625
Risk Perceptions and Pleasure Travel: An Exploratory Analysis
Roehl, W. S., & Fesenmaier, D. R. (1992) · Journal of Travel Research · doi:10.1177/004728759203000403 · Cited by 868
Fodness, D., & Murray, B. (1997) · Annals of Tourism Research · doi:10.1016/s0160-7383(97)00009-1 · Cited by 529
A Survey-Based Method for Measuring and Understanding Brand Equity and Its Extendibility
Park, C. S., & Srinivasan, V. (1994) · Journal of Marketing Research · doi:10.1177/002224379403100210 · Cited by 446
Viewer Preference Segmentation and Viewing Choice Models for Network Television
Rust, R. T., Kamakura, W. A., & Alpert, M. I. (1992) · Journal of Advertising · doi:10.1080/00913367.1992.10673356 · Cited by 87
Valls, A., Gibert, K., Orellana, A., & Antón-Clavé, S. (2018) · Information & Management · doi:10.1016/j.im.2017.05.002 · Cited by 50
Sánchez-Amboage, E., Castellanos-García, P., & Crespo-Pereira, V. (2024) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2024.103735 · Cited by 21
Frank, D., Folwarczny, M., & Otterbring, T. (2026) · Psychology & Marketing · doi:10.1002/mar.70074 · Cited by 8
Metadata
- Authors
- Haley, R. I.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1968-07
- Volume
- 32
- Issue
- 3
- Pages
- 30-35
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2071712397
- Cited by
- 893
- References
- 0
- FWCI
- 16.60
- Type
- journal article
- Language
- en
- Open access
- closed
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
